Allied Breweries: The changing role of the business development manager

Abstract

Based on an interview with a senior manager at Joshua Tetley & Son Ltd about the changing role of the business development manager. Summarizes the changes in the brewery industry following a report of the Monopolies and Mergers Commission in 1989 which reduced the number of public houses a brewery could own and aimed at introducing competitive forces into the brewery industry. Considers how Allied Breweries Ltd reacted to the report with reference to the area managers whose jobs have been repositioned as business development managers and whose objectives are to sell the brewery′s products by offering a parcel of benefits.

Citation

Schmidt, R.A., Vignali, C. and Davies, B.J. (1993), "Allied Breweries: The changing role of the business development manager", International Journal of Retail & Distribution Management, Vol. 21 No. 3. https://doi.org/10.1108/09590559310036087